Tackle the problems you solve in business at the level of your client’s understanding, not at the level of the sophistication of your solution to their problem. Keep it simple.
Your client comes with a ‘simple’ problem, “I want more leads!” But as you might well know, it’s not as simple as that. The solution might well be a very complex one in order to get the ‘simple’ desired outcome. But if you dive straight into the complexities of your product and solution, you’ll likely lose them and their business in first few minutes.
Many years ago, I was fortunate to hear the inspirational Don Beck speak. Co-creator of “Spiral Dynamics”. For me the one HUGE take-away from his talk was about tackling problems at the level of the people involved. In other words, you might be the smartest person in the room on a given subject, but you’ll never create change communicating at that level. You have to be aware of the level your audience is operating from and meet them there.
In this episode, I talk about how we can relate this to our prospects and clients. We can easily overwhelm our potential customers by bombarding them with information and facts leading to a missed opportunity for both parties. As one of my Success Groups Members succinctly concluded, “Tackle the problem at the level of your client, not at the level of the sophistication of the solution”.
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